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Demanding Views

4 Steps To Design Effective Lead Generation & Prospect Nurturing Programs

TOM_FNL_CTRBy Tom Jacobs, Founder & President, Jacobs Agency

B2B decision-makers conduct more investigative research, and are more selective than ever before. Purchase decisions are generally reached by a committee of buyers. Buyers are interested in content relevant to the purchase decision at hand. With the influx of online resources and peer communities, now buyers can avoid contact with a company until later in the buying cycle. If, as a marketer, you’re not providing relevant information, you won’t be among the consideration set. Fortunately, there are a few key steps to get your product or service under consideration and move prospects through the buying cycle.

  • Written by Demand Gen Report Team
  • Category: Demanding Views
  • Hits: 3152

3 Ways Revenue Performance Management is NOT Marketing Automation


Joe_Payne_CEO_Eloqua_headshotBy Joe Payne, CEO, Eloqua

CRM, PPC, SEO, SaaS – the demand generation industry is an acronym-filled world. In case you missed it, the acronym receiving quite a bit of attention this past year has been RPM (Revenue Performance Management). A business category on the rise, Revenue Performance Management is a strategy for managing a company’s interactions with buyers through the entire purchase process to enable more predictable and rapid revenue growth.

  • Written by Demand Gen Report Team
  • Category: Demanding Views
  • Hits: 4563

Building Your Lead Scoring Model: Essential Steps


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By David Lewis, CEO, DemandGen International

Editor’s Note: The following article is a follow up to a column previously published titled “6 Ways To Know If You’re Ready For Lead Scoring.”

Recently we talked about the essential steps in building your lead scoring model, with a checklist to help ensure that you’re ready to initiate a lead scoring project. Let’s look briefly at the remaining steps in building your model.

  • Written by Demand Gen Report Team
  • Category: Demanding Views
  • Hits: 2926

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